Request for Proposal (RFP) – General Sales Agent (GSA) for Airline Representation (CARGO)

1.Sales & Business Development 

• Actively promote and sell the full range of cargo capacity offered by Royal Brunei Airlines (RB) including online, offline, interline and trucking products. 
• Achieve and exceed monthly and annual revenue and tonnage targets as set by RB. 
• Develop new accounts and maintain existing ones through field visits, presentations, and ongoing engagement. 
• Identify market segments and opportunities to grow RB cargo market share. 
• Represent RB Cargo at trade shows, logistics forums, and freight forwarding events. 

2.Customer Service & Relationship Management 

• Ensure high-quality service to freight forwarders, trade partners, and direct shippers. 
• Provide pre-sales and post-sales support in line with RB Cargo’s customer experience standards. 
• Resolve service issues promptly and professionally. 

3.Operations & Space Management 

• Proactively manage space allocations and booking control. 
• Liaise with ground handling agents, warehouse operators, and other local stakeholders. 
• Provide accurate and timely data to support operational and commercial efficiency. 

4.Revenue & Yield Management Support 

• Monitor and report market rates and competitor pricing. 
• Recommend rate adjustments and tactical promotions to support revenue goals. 

5.Reporting & Performance Monitoring 

• Submit monthly reports covering: 
  • Revenue, tonnage, yield performance 
  • Market trends and developments 
  • Competitor activity 
  • Action plans for under-performing areas 
• Forecast and pipeline reporting for upcoming cargo movements and charters. 

6.Compliance and Risk Management 

• Ensure compliance with all applicable local laws, customs, trade, and aviation regulations. 
• Maintain and provide records for audit or quality review when requested. 
• Ensure adherence to Royal Brunei’s cargo handling, security, and safety standards. 

1.Company Credentials 

• Legally registered and incorporated business with a minimum of 3 years of continuous operation as a GSA or equivalent airline representation. 

2.Experience & Market Knowledge 

• Demonstrated experience in representing major regional or international carriers. 
• Proven track record in sales performance and market development. 
• Deep understanding of local freight forwarding networks, vertical cargo sectors, and key trade lanes. 

3.Team and Capabilities 

• Dedicated and qualified sales, operations, and customer service staff with strong airline cargo expertise. 
• Ability to scale the team during seasonal peaks or ad-hoc charter sales. 

4.Financial Standing 

• Financially sound with evidence of profitability and liquidity. 
• Able to provide bank guarantees, insurance, or financial securities as required. 

5.Facilities and Office Setup 

• Located within the key commercial area of the designated territory with easy accessibility to clients. 
• Office equipped with the required hardware/software and communication tools. 
• Access to market data for e.g. WACD etc., will be advantageous. 

6.Legal and Compliance 

• No history of legal disputes, sanctions, or blacklisting by civil aviation or trade authorities. 
• Willingness to sign Non-Disclosure Agreement (NDA) and abide by RB’s ethics and anti-bribery policy.